Commercial Sales Manager

Overview

OVERVIEW

The primary objective of this role is to achieve volume/ market share, price and other critical revenue objectives for the market area while ensuring our orientation is “easy and hassle free” for our customers. Establishes aggregate sales & marketing and customer service & logistics strategies for the local market area, manages and motivates staff, and sets objectives and action plans for the team. This individual attempts to maximize profitability by developing a strategy to optimize sales, understand customer segmentation, optimize product balance, utilize zones of natural advantage, establish key customer relationships, influence key market specifiers, manage market shares, interpret general trends in the economic environment and embrace best practice sales management tools and frameworks.

The Commercial Sales Manager works closely with aggregates operations management and materials performance personnel to ensure effective sales and operations planning, management of costs and inventory levels and make certain the highest quality of products and services are received by the customer. The Commercial Manager is accountable for leading the sales & marketing functions across the Northeast Region (Aggregates).

Aggregates, Asphalt, Ready Mix, Contracting and Great Lakes Regions (Aggregates)

Responsibilities

RESPONSIBILITIES

•Demonstrates a commitment to communicating, improving and adhering to safety policies in all work environments and areas.•Provides customer focus for the area management team. Reinforces the needs of the customers. Continuously develops offerings to differentiate Aggregate Industries as the supplier of choice. Assists team in building solid relationships with key existing and potential customers.•Works closely with other relevant product lines (i.e. ready mix, asphalt and construction / paving) to ensure there is a consistent and effective offering to the customer and all potential synergies are maximized.•Responsible for coordinating the completion of the Strategic Framework and related action plans for the market area. This is done annually in association with the rest of the area management and sales team. Ensure market intelligence is effectively collected, analysed and stored.•Completes the annual Sales Plan, based on the segmentation and Pricing. Action plans are completed, executed and tracked by the sales team. Continuously monitors competitor and other market activities.•Builds effective monthly sales forecasts for the management team. Calculates backlog and compares to prior periods to assess the risk/probability of meeting targets (volume, price, gross profit). Assigns accountability and develops actions for uncommitted volumes. Tracks and interprets market indicators (i.e. construction starts, building permits, housing sales) in order to understand key drivers of aggregate demand.•Responsible for developing and coordinating with Northeast Logistics Manager a comprehensive logistics strategy to manage the trucking market structure and provide effective and low-cost trucking services for Aggregate Industries customers. •Prepares a detailed annual budget with sound strategy/rationale. Accountability is clearly assigned throughout sales team.•Ensures the team effectively utilizes SAP and Sales Force; to ensure standardization of processes, roles and best practices.•Works closely with the credit department to ensure outstanding receivables are collected in a timely fashion. Assists with difficult collection accounts.•Develops and motivates staff. Selects, hires, trains and terminates as required.•Participates in industry associations as a representative of Aggregate Industries. Promotes Aggregate Industries interests and communicates in a manner which upholds Aggregate Industries as a good corporate citizen.•Responsible for the sales and related gross profits of the business unit.•Manages the market share position and promotes Aggregate Industries as a leader in the industry.•Responsible for customer service and satisfaction. 

RELATIONSHIPS WITH OTHER JOBS

• Reports to the Regional Head
• VI interface with other representative product line sales and operations management
• Works closely with the General Manager of Asphalt / Construction
• Works closely with the Northeast Logistics Manager
• Works closely with Credit Manager to ensure customer accounts are financially maintained, current and correctly applied
• Works closely with local Materials Performance Managers and Operations Managers to ensure efficient management of production costs & inventories and optimize customer quality 

Qualifications

QUALIFICATIONS

Required Education: Bachelor's/Undergraduate DegreeAdditional Education Preferred: Master's/Graduate Degree in Business AdministrationField of Study Preferred: Business Administration, Civil / Mechanical Engineering or equivalent relative to position / scopeRequired Work Experience: Minimum of 5 years relevant experienceRequired Computer and Software Skills: SAP, Microsoft Suite, Front end tickets systems, Google SuiteAdditional Requirements:

• Strong problem solving and analytical skills
• Excellent people management skills: ability to develop effective internal and external relationsDisciplined and process-oriented
• Business Acumen
• Customer Focus
• Developing Direct Reports and Others
• Drive for Results
• Integrity and Trust
• Intellectual Horsepower
• Interpersonal Savvy
• Managing and Measuring Work
• Process Management

REQUIRED LANGUAGE: Internal controls providing reasonable assurance of effective and efficient operations, including actions to prevent and detect fraud and protect Company resources

OH&S COMPETENCIES

• Ensures alignment of OH&S activities arising from OpCo OH&S mission
• Ensures relevant actions are taken so that OH&S requirements are met
• Actively manages risks by ensuring that all related control activities are implemented thoroughly
• Drives committed and effective incident management
• Execute and monitor all respective internal controls, ensuring efficient/effective activities that support organizational objectives, while adhering to applicable laws, regulations, policies and procedures